China Tobacco Shandong Industrial Corporation Marketing Performance Management System Research

With the constant improvement of the socialist market economy and the enforcement of the Tobacco Control Framework Convention, tobacco industry is facing more fierce pressure. In order to adapt to the competition from the world tobacco powers, our state Tobacco Monopoly Administration (TMA) put forward the strategy of 'deepening reform, promoting reintegration and combination and realizing common development.' and set up the strategic goal of the establishment of the grand enterprise, grand market and grand brand.In order to realize the strategic goal and seek our own position in the market competition. China Tobacco Shandong Industrial Corporation (CTSIC) marketing system has the responsibility to establish the brand and explore the market. Moreover it is a growing trend to set up an efficient and scientific performance management system with the aim of inspiring the marketing staff.Performance management system has close links with the realization of enterprise strategic goal. By careful anatomizing the strategic goal is found to be combined with the staff's duty eventually. By the evaluation to the staff, and the feedback and improvement, this system will inspire the enthusiasm and innovation of the staff and form an efficient work team to promote the realization of the enterprise strategic goal.The thesis in accordance with the related theory of the performance management applies various methods such as comparative analysis, logical organon and so forth. In addition, according to the present reform situation of CTSIC, the thesis studies the marketing system of CTSCI and gives a systematic introduction of the general mode of the performance system. Moreover it has a thorough research on the establishment and development of the system, and designs a set of performance management program which fits in with the tobacco marketing system.The first part introduces related theories of performance appraisal, discusses differences and relations among the concepts as performance, performance appraisal and performance management. These contents form the academic base to make a program of performance management system of CTSIC.The second part analyses the reform background of tobacco industry and the marketing actualities of CTSIC. In this part the thesis also has a reach on its strategic goal, human resource management and performance management system so that the newly-designed program of performance appraisal system is aimed at CTSIC.The third part illustrates the previous design process of performance appraisal system of General Group(GG), has a research on the previous performance appraisal, and analyses the existing disadvantages and requirements which the performance management has of marketing work after the reform. It indicates that the performance management of marketing system is of great significance to the goal realization of CTSIC. As a result, it has laid a solid foundation for designing the performance management system of the marketing staff.The fourth part has a newly-designed performance management system of the marketing staff (including the frontest marketing staff and the non-frontest marketing staff). This part has set up the appraisal index mainly for the frontest market staff in various aspects, such as the marketing performance, ability, attitude and service quality. Moreover, it establishes the appraisal principles and indicates the preparation and appraisal index, standard, cycle, process and responsibility unit. And it explores the application and improvement of the performance result.At last, the thesis evaluates the whole performance management system, has a reflection in a longsighted view and indicates the aspects which are to be improved. For instance, measures which are used to inspire staff should be further crystallized and become more manipulative so that the performance management can promote the realization of the enterprise strategy.The innovation of this article is that it establishes the performance management system of strategic guidance by bringing in systematic performance management idea and combining the present situation of the marketing department of CTSIC. Therefore, to some extent, it can be used for reference in the development of modern human resources management. What's more, it is significant in theory and reality for the establishment of the state-owned enterprises' performance management system.